CCIM Feature

CCIM Connections Continued(5)

In the March/April issue of CIRE magazine, CCIMs share advice that helps shape their approach to business. Here, we offer more of that wisdom.

Listen, listen, listen to your clients and customers! Give them what they need as professionally as possible and follow up.

David C. Murray CCIM, SIOR

What goes around comes around.

Jon G. Savoy, CCIM, SIOR

Don’t ever get emotionally attached to your real estate – it’s an investment.

Kathleen Rose, CCIM

Water rises to its own level.

Susan Wincn, vice president with EJM Development, offered me this simple concept over lunch one day. It’s amazing that a six-word sentence can exemplify the degree of responsibility that we must take for our own actions (or inaction), especially in these volatile times. You can put your head in the sand and come to work from 10:00 a.m. to 2:00 p.m. with the excuse that volume is down and there’s no point. Or you can fight through one small deal at a time and rise to your own level. You decide. But you live with your decision.

Hayim Mizrachi, CCIM

Hire slowly and fire quickly.

This applies to employees and clients. If you always utilize this strategy, you will not be burdened with those who waste your time and energy.

Sam DiFranco, CCIM, SIOR, CEA

To be successful, just listen to the market. The market will readily tell you what it wants, but you have to stop talking and listen.Then just go out and meet that demand.

Gerard Marino, CCIM

Focus on the relationship; never focus on the deal. Serving a deal may get you through the next month or so, but serving the relationship, and the best interests of your client, will get you through your career, despite the economy or any other factors.

Brad Bonkowski, CCIM

Always strive to keep at least one year of liquidity available and another year or two of open credit lines to get you through a hard patch. Also, when all the indicators are looking at unlimited growth, protect yourself from the downturn. No matter how good the market, the train always comes, and most will not see it coming.

Wood Hughes, CCIM, ALC

Debt is bad, saving is good, giving is fun, and stuff is meaningless.

Benjamin LaFreniere, CCIM

Suit up and show up.

Randolph T. Mason, CCIM, SIOR

From an attorney friend – “obtain a retainer.”

Joe Milkes, CCIM

Provide outstanding service to your clients and they will keep coming back and referring clients. During the downturn of 2009 the majority of my work was with existing clients and I would have had nothing if not for them.Thank them often for what they do for you.

Janice Peters, CCIM

Outwork and out-educate your competition.

Mark Lee Levine, CCIM

I don’t know who said it first, but I truly believe that the pain of self-discipline is far less intense than the pain of regret. Above all, the best business advice I ever received is how powerful self-discipline can be: It’s the fuel that makes everything else run.

Jeremy G. Woods, CCIM, SIOR

There are three things you need to know about succeeding in real estate. They are: see the people, see the people, and see the people.

Stan W. Nelsen, CCIM

You make your money when you buy.

Terry T. Torres, CCIM

Get yourCCIM designation.You will not regret it.

Von W. (Buck) Moody III, CCIM, CRE, MAI, FRICS, CAE

Don't kick the ass you may have to kiss someday.

Debra Lee Stevens, CCIM

1: Perspective. If the problem can be solved with money, then it likely isn’t a real problem. Remind yourself what has real importance and what doesn’t.

2: Communicate. The worst kind of news is no news. Be honest, frank, and clear in delivering the news people need to hear, not necessarily what they want to hear.

3. Basics. Great coaches start with the absolute basics: On the first day of practice they re-teach how to put on socks. Relearn what you know, and put it to practice.

4. Share. Find a business person - someone other than a spouse or coworker - to meet with regularly. Agree to intentionally and intensely listen to each other.

Tim Hatlestad, CCIM

There’s always another deal around the corner.

Robin Eschliman, CCIM

Never try to make money off of someone; always try to make money with someone.

Adam Adwon, CCIM

Ninety percent of this business is being available.The other 10 percent is solving the problem.

Nicholas L. Miner, CCIM

1. Never consider purchasing an investment property that is above or below the street grade.
2. Always look for properties that have a ratio of three parts land to one part building.
3. Always look for properties that are in the way of progress.

Ed Herbert, CCIM

I am lucky to have had two mentors in my life: my Dad, Lane Meltzer, and a partner, Sam Katz. I worked with both of them for over 25 years, and a common theme of their mentoring was patience. Patience to wait for the right opportunity. Patience with tenants who communicate that they are having a hard time. Patience with contractors and subcontractors to earn their trust, which eventually earns good pricing and prioritization for my jobs. Patience to look at and analyze hundreds of pieces of property before making an offer on one. Patience to pursue a great opportunity without emotion. Patience in analysis, reviewing spreadsheets, detailing formulas and numbers. Patience to walk properties looking for deferred maintenance and cleanliness. Patience to hold a property for the long term. Patience to listen to the person across the table. And the persistence to eagerly pursue each of the above with judgment.

John A. Meltzer CCIM, CRE

You build your reputation one response at a time.

Andrew Cheney, CCIM

It’s too soon to quit. Every commercial transaction dies a thousand deaths before closing.

David N. Thomas, CCIM

Stay positive because people like to do business with people who make them feel good.

Melissa J. Molyneaux, CCIM

Always add value to your company in whatever you do. As long as you are making money for the company and its clients, even if it means doing tasks and duties that are not glamorous at times, you will always have a job.

Jeffrey W. Eales, CCIM, CPM

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